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Scott Kupor

Secrets of Sand Hill Road: Venture Capital and How to Get It Hardcover – Illustrated, June 4, 2019

by Scott Kupor (Author), Eric Ries (Foreword)

4.6 965 ratings

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A Wall Street Journal Bestseller!

What are venture capitalists saying about your startup behind closed doors? And what can you do to influence that conversation?

If Silicon Valley is the greatest wealth-generating machine in the world, Sand Hill Road is its humming engine. That's where you'll find the biggest names in venture capital, including famed VC firm Andreessen Horowitz, where lawyer-turned-entrepreneur-turned-VC Scott Kupor serves as managing partner.

Whether you're trying to get a new company off the ground or scale an existing business to the next level, you need to understand how VCs think. In Secrets of Sand Hill Road, Kupor explains exactly how VCs decide where and how much to invest, and how entrepreneurs can get the best possible deal and make the most of their relationships with VCs. Kupor explains, for instance:

   • Why most VCs typically invest in only one startup in a given business category.

   • Why the skill you need most when raising venture capital is the ability to tell a compelling story.

   • How to handle a "down round," when startups have to raise funds at a lower valuation than in the previous round.

   • What to do when VCs get too entangled in the day-to-day operations of the business.

   • Why you need to build relationships with potential acquirers long before you decide to sell.

Filled with Kupor's firsthand experiences, insider advice, and practical takeaways, Secrets of Sand Hill Road is the guide every entrepreneur needs to turn their startup into the next unicorn.

Reading age

1 year and up
Print length

320 pages
Language

English
Dimensions

6.24 x 1.08 x 9.3 inches
Publisher

Portfolio
Publication date

June 4, 2019
ISBN-10

059308358X
ISBN-13

978-0593083581
See all details

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Editorial Reviews

Review

"Worth far more than its cover price... I wish I'd had it available to me when I was first looking for startup funding."
Eric Ries, bestselling author of The Lean Startup and The Startup Way, from the foreword

"As someone who’s helped a small company become a huge, valuable company, I know firsthand the power of the startup ecosystem and entrepreneurship. This book is the definitive book on navigating VC as part of that."
Eric Schmidt, former executive chairman and CEO of Google; technical advisor, Alphabet

“I’ve observed thousands of founders and thought a lot about what it takes to create something important and to achieve outlier success. Kupor’s book takes founders who want to do both through everything from how VCs raise money and evaluate deals, to how to think about term sheets and set up boards. It’s a valuable resource for any founder who wants to work with VCs.”
Sam Altman, partner and president Y Combinator; co-founder of OpenAI

“As more and more startups consider an IPO, it is exciting for us to play a part in giving millions of new investors the opportunity to share in the value and future growth of these seminal companies. But it all begins with the early investors who ‘venture’ into uncharted territory to help make these companies possible, by backing the entrepreneurs behind them. Secrets of Sand Hill Road is the definitive guide to how to engage the VC community, including governance and other best practices in a startup’s journey to a successful public company.
Adena Friedman, President and CEO of Nasdaq; former managing director and CFO, Carlyle Group

“From acquiring startups, to leading a company, to working to select the next leader of an iconic company, I’ve seen it all. It’s become clear to me that startups drive the kind of innovation that big companies can’t easily do. Secrets of Sand Hill Road provides a useful overview for the next generation of leaders seeking to start such companies.”
John W. Thompson, chairman, Microsoft; former CEO of Symantec

“Despite its explosive growth, the world of venture capital remains mysterious to many entrepreneurs seeking funding and to the public more generally. Scott Kupor provides an informative account of the way in which these investors select and nurture young companies.
Josh Lerner, head of the Entrepreneurial Management Unit at Harvard Business School

Andreessen Horowitz’ managing partner Scott Kupor has written an indispensable guide for anyone with a big idea and an even bigger dream. Just as important, he gives the best explanation yet for policymakers about how entrepreneurs and venture capital together create the deep magic that generates technological progress, economic growth, and a better world for more people.
James Pethokoukis, fellow at the American Enterprise Institute; former columnist at Reuters Breakingviews

About the Author

Scott Kupor is the managing partner of Andreessen Horowitz. He has overseen the firm's rapid growth to one hundred fifty employees and more than $7 billion in assets under management. He is also a cofounder and codirector of the Stanford Venture Capital Director's College and teaches venture capital and corporate governance courses at Stanford Law School and the Haas School of Business and Boalt School of Law at UC Berkeley. He is vice-chair of the investment committee for St. Jude Children's Research Hospital and was previously the chairman of the board of the National Venture Capital Association.

Product details

Publisher ‏ : ‎ Portfolio (June 4, 2019)
Language ‏ : ‎ English
Hardcover ‏ : ‎ 320 pages
ISBN-10 ‏ : ‎ 059308358X
ISBN-13 ‏ : ‎ 978-0593083581
Reading age ‏ : ‎ 1 year and up
Item Weight ‏ : ‎ 1.15 pounds
Dimensions ‏ : ‎ 6.24 x 1.08 x 9.3 inches

Best Sellers Rank: #36,042 in Books (See Top 100 in Books)
- #22 in Venture Capital (Books)
- #29 in Starting a Business (Books)
- #225 in Entrepreneurship (Books)

Customer Reviews:
4.6 965 ratings

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Agustin

Good but focused on not very early stage startups

Reviewed in the United States 🇺🇸 on January 5, 2023

Verified Purchase

It’s a good and interesting book, but it gets very specific on topics that mostly apply to Series A+ companies.

Reviewed in the United States 🇺🇸 on December 22, 2022

Verified Purchase

Read this book for my class on venture capital and really enjoyed it. Author does a great job of storytelling while also teaching about the topic. Highly recommend if you are interested in venture capital or startup funding.

Helpful

DanaJ

Basics rather than secrets

Reviewed in the United States 🇺🇸 on June 15, 2019

Verified Purchase

If I were to describe Scott Kupor’s Secrets of Sand Hill Road in a word, it would be “mistitled.” A more appropriate title would be something along the lines of The Basics of Sand Hill Road. The book does a solid enough job of covering the entire venture backed startup lifecycle in an easy to follow way. However, it’s hard to see how one could classify Kupor’s writing as revealing secrets.

Here and there, Kupor shares some really cool legal case studies that I’ve never come across, such as in the chapter about board member duties. Now that’s quality insight even someone who’s been in the ecosystem for 5+ years can appreciate! And it’s also something that Kupor, a lawyer by training, is particularly well positioned to share. I sincerely wish we’d gotten more of those case studies, legal or otherwise, because they make the whole journey through the startup lifecycle all the more interesting.

Instead, Kupor at times dons the Captain Obvious cape, with pronouncements such as “building relationships [with potential acquirers] is important.” Thanks, Scott, who would’ve thought?!

At the same time though, I recognize I may not be the target audience for this book. Kupor likely synthesized versions of startup/VC classes he teaches at Bay Area universities. I could imagine a sophomore at another university (one not smack dab in the middle of VC country) reading this book and finding it quite helpful, as she decides whether to found a startup and pursue the venture funding route.

It’s worth mentioning though that a significant share of the same content is also covered in Jeff Bussgang’s Mastering The VC Game. And while I haven’t read it, I’ve heard very positive things about Brad Feld’s Venture Deals. In all likelihood, reading either of these three books is probably a good enough basics crash course on venture funding of startups.

60 people found this helpful

Helpful

Fred

Good near reference book

Reviewed in the United States 🇺🇸 on October 12, 2022

Verified Purchase

I learned a lot from it about big VC's and how they view deals as well as a bunch of technical points on shareholder agreements, options, and the like. A pretty good reference to have around.

Helpful

Jon H.

The author delivers on all his promises. Lots of insider wisdom!

Reviewed in the United States 🇺🇸 on September 10, 2019

Verified Purchase

Wow. As soon as I heard about this book I knew I was going to read it. But I had low expectations. I'd heard the author promoting his book on several podcasts and when I heard him say things like, "In my book, I pull back the curtain and reveal the secrets used at VC firms," I prepared myself for disappointment.

Boy, was I pleasantly surprised to be wrong!

-The author breaks down all the lingo, jargon, and highfalutin finance double-speak that sounds made up to the layman
-He helps you understand not just the relationship between the VC and the startup, but also the relationship between the VC and the LP
-You get to see the incentive structures LP's and VC's typically agree on, helping you (the entrepreneur) understand what motivates all the parties involved
-The book provides a mock term sheet with realistic numbers and devotes a chapter to each section of the term sheet

I could go on and on....

This definitely isn't a casual read - especially once it gets to the sample term sheet. The book can dive deep into details and abstractions (there were several sections I had to read multiple times - but I guess that's why I'm not a VC!), and that's exactly what makes it so enjoyable to read.

5 people found this helpful

Helpful

K M

Great book

Reviewed in the United States 🇺🇸 on July 4, 2022

Maps VC investing

Well written book anyone interested in VC should read

Reviewed in the United States 🇺🇸 on September 12, 2021

Verified Purchase

The book has been suggested to me as an elective lecture at school. I am pleasantly surprised how well it is written. I was expecting another boring business book, but this is a must read for anyone interested in VC world. The book reads like a good novel and you don't even notice when you finish one chapter after another. I leared so much and I am sure I will be returning to this book many times in the future.

Reviewed in the United States 🇺🇸 on April 10, 2021

Verified Purchase

As managing partner at Marc Andreessen’s VC fund a16z, Scott Kupor possesses the expertise and experience (he also teaches at Stanford Law and Haas Business School) to have written a very dry explication of the niceties of VC funding, if he’d wanted to. Fortunately, he decided instead to write a lucidly accessible, direct, and even sometimes entertaining explication brimming with low-key authority.

Helpful

Top reviews from other countries

Raskolnikov

Barely what I expected

Reviewed in Mexico 🇲🇽 on May 21, 2023

Verified Purchase

The book meet my expectations but nothing more. It explains in clear terms how Venture Capital and the start up ecosystem work. The information is useful and well grounded but this is not a book that seduces you into the topic; in my opinion it lack the human side of the story and hence does not engage you at the personal level.

To me this would qualify as a text book: the authon does not dare to make bold assumptions or give enlightening premises.

One thing I learn is that common mortals usually cannot buy IPO stock and by the time the market opens to them the profits are already reaped: mostly on him - the late investor.

YasTech Developments

Like new

Reviewed in Canada 🇨🇦 on July 7, 2022

Verified Purchase

The book was like new even though it was used. Shipped quickly as well.

Marcello Gonçalves

The ultimate VC manual

Reviewed in Brazil 🇧🇷 on August 4, 2019

Verified Purchase

All you new to know about the VC ecosystem in an incredible easy language, must read for everyone interested in the subject

2 people found this helpful

Michelle AR

A good primer

Reviewed in Australia 🇦🇺 on December 25, 2019

Verified Purchase

Detailed account of the birth of companies supported by VC. author does his best to make dry concepts digestible. A good reference text

Bilal A. Hasan

A much-needed book with all the right topics in just the right amounts of detail.

Reviewed in Canada 🇨🇦 on April 27, 2020

Verified Purchase

It was high time that someone wrote this book, and for that a big thank you to Scott. Herein is all about raising venture financing for a startup, especially in hi-tech. The discussion includes the structure of the venture capitalist business itself, a detailed look at the term sheet dissecting the financial and governance conditions separately. The material is presented methodically, and very clearly.

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